Stop Guessing How To Convert More Free Trial Users

The reality is that the road from stranger to thriving user resembles the picture below for most B2B SaaS businesses.

Your Free Trial

It’s cute but the guy sitting in the lovely pink carriage doesn’t have all day to get from point A to point B in your product.

Your little horse (aka free trial) needs to bring the guy in the carriage to the end of the dirt road so that he experiences the core value of your product as quickly as possible and becomes a return user.

If not, you risk seeing the guy end his journey short.

If you’ve been in the B2B SaaS space for some time, you’re probably familiar with these problems…

  • Free accounts don’t convert to paid nearly as often as you would like.
  • You waste your time manually walking each new user through your web app.
  • A large percentage of users never experience the core value of your product.
  • Hitting a plateau in growth is no fun
  • Free accounts sign up only to never return to your product.

If you’ve heard of Slack, HubSpot or Dropbox, you should know that a free trial or freemium experience is a competitive advantage. Bad free trial experiences create a bottleneck in your business and prevent you from growing. But where exactly is the problem? How do you find it? There’s not enough time in your day to read all the books and articles you need to get up to speed on creating a kickass free trial experience.

Here’s a helpful hint from one entrepreneur to another. Your own opinion is biased: you can’t fairly judge your own product. You need someone who gets SaaS products and can be unbiased. That’s a rare combo. In short….

Your product needs a fresh, professional eye


Oh, hey there! My name is Wes Bush. I’m the business owner at Traffic Is Currency and have been helping hypergrowth B2B SaaS companies such as Vidyard grow for years. In total, I’ve acquired well over 130,000 free trial users.

As a result, I’ve developed a battle-tested process with my team to address free trial conversion problems in web applications. You can read more about our process here if you’re keen.

Our “Done for You” free trial teardown is your unique chance to hire a Free Trial expert directly to audit your B2B SaaS product. Here’s what we’ll do:

  • Define your product strategy and make sure your free trial experience aligns with it and reinforces key customer tasks;
  • Identify critical usability flaws in your web application;
  • Find small wins that can instantly reduce the friction in your onboarding process and bump that conversion rate up;
  • Share one or two battle-tested strategies that can help you generate anywhere from 10,000 to 10,000,000 over the next 12 months

“Our product is complex, so the insights on onboarding were extremely useful...”


If you need help to see things from another person’s perspective – who understands user journeys – seek help from Wes!

-Neil Napier, Co-founder of Kyvio

You should consider using this service if…

  • You run an established B2B SaaS business.
  • You have a solid stream of revenue and you think it can do much better.
  • You have high demands in terms of growth, but don’t know how to get there using a free trial offer.
  • Your team’s vision is “blurry” because you’ve been working on the same product too long.
  • You prefer to be informed about your free trial issues, rather than live in the shell of blissful ignorance.
  • You appreciate objective, well-reasoned feedback on your product.

“The free trial teardown was a super-useful investment”


“Thanks a lot! We signed up to learn how to improve our free trial conversions and came out of the experience with actionable website recommendations to improve our messaging, how we onboard users within the product and change the way we pitch our value to potential users better.”

Vaibhav Kakkar, Co-founder of

Ok, what’s really in it for me?

Thanks for asking. 😉 If you’ve tried to improve your free trial conversion rate in the past, you can probably relate to feeling a bit uncomfortable making suggestions because it is not your main area of expertise. But, you know that things can and should be better optimized. These are just a few of the benefits our customers have had in the past.

  • A nice boost in conversions in a short period of time
  • Reassurance that the direction you’re taking is sound
  • Confidence and the know-how to improve your free trial experience
  • More free trial users upgrading to paid because they “get your product”

So, what is included in a free trial teardown? 

The ultimate deliverable is a comprehensive, actionable free trial teardown of your web application presented as a PDF report. First, we thoroughly inspect your web app and take key screenshots. Then we run an audit following our own method: we define your product strategy and run a usability checklist for the key screens of your web app.

We also make an epic number of comments along the way. These comments may include, but are not limited to

  • A video going through the free trial experience
  • Thoughts on your product/market fit (how you can position your value proposition in the best way);
  • Recommendations for keeping your web app simple and focused;
  • Optimization ideas to help more users experience the core value of your product;
  • Onboarding suggestions and comparisons from other SaaS companies to give you ideas on how to improve;
  • Recommendations on visual style, typography & color;
  • General conversion rate optimization opportunities;
  • Exclamations of respect and approval;
  • Small easy-to-fix notes;
  • Professional opinions;
  • Other relevant thoughts on how to make your SaaS business shine.

What will you review in my web app?

As you know, web apps come in all shapes and sizes. We’re not familiar with yours yet, so we can’t say. If you have a huge number of features and complex product, we can’t cover everything. However, rest assured that we will cover the key items to improve your free trial to paid conversion rate.

Can you audit a mobile app, booklet, printable form?

No, this free trial teardown is for B2B SaaS web apps only.

I don’t have much time. What’s my level of involvement?

Here’s what you do (not too much):

  • Answer a 10 question survey.
  • Have one 60-minute meeting. Please come prepared with “a founder mindset” (or invite your co-founders/CEO), and be ready to share your screen via Skype.
  • Provide login credentials for a trial/staging account.
  • Stay in touch during the process, in case any questions arise.
  • Review the audit results and ask clarifying questions. 

Are you ready to convert more free trial users?

Ultimate Free Trial Teardown

Best for hypergrowth B2B SaaS companies that have aggressive growth targets and need an action plan to help them hit those targets.

  • You’ll receive an actionable video of a Free Trial expert going through your free trial
  • Brief email recap of the key recommendations
  • A 10-25 page PDF report that goes through detailed recommendations that your team can implement and ultimately double your free trial conversion rate.
  • A 60-minute call to triage all the recommendations and put together a plan of action for your team
  • A recording of our call for future reference
  • Free email follow-up after the call for 14 days 
  • Free 30 minute follow-up call
  • Onboarding Checklist
  • 100%  money-back guarantee
  • 2 week turnaround time


Basic Free Trial Teardown

Best for self-funded teams that can’t afford to waste time figuring out how to build a high-converting free trial experience.

  • You’ll receive an actionable video of a Free Trial expert going through your free trial
  • Brief email recap of the key recommendations
  • Free email follow-up after the call for 2 days
  • Onboarding checklist
  • 100%  money-back guarantee
  • 2 week turnaround time


Still got some questions? Feel free to book a quick 15-minute meeting with Wes.

Hiring a marketing service should NOT be a gamble...

At Traffic Is Currency, we hate marketers who sell services that don’t produce results. That is why we offer a 30-day money back guarantee and remove the risk for you.

If at the end of 30 days, you are not satisfied for any reason, we will refund 100% of your money, no questions asked.

“The free trial teardown was hugely helpful”


“Our team was provided with tons of valuable information that helped us improve our onboarding process and free trial conversion rate.”

Alex Vasyov, Chief Marketing Officer of

If you order right now, you’ll get your free trial teardown within 2 weeks. That’s way faster and more effective than waiting for a high-touch consulting opportunity.

The previous free trial teardowns have collected amazing feedback. That’s why we are confident to offer a full 100% money-back guarantee. If you’re not happy with the free trial teardown — we’ll give you a full refund. 

I have a question or two…

Please send an email to wes (at) and Wes will be in touch. Or reach out to Wes via the squishy, yellow chat app on the bottom right.

Not ready for a free trial teardown yet?

No problem at all! Every month we interview multiple experts from companies like Wistia, HubSpot, and Buffer and share the exact frameworks they use to improve their free trial conversion rates. These articles are the best way to learn the latest strategies for free.